1. If You Are Not Bumping Into People Who Want To Help You Because You Are Doing Good Work, Then You Need To Fix That Part Of Your Life
(Matching tags: business strategy,client acquisition,integrity,honesty,communication,elevator speech,leadership,value proposition,enterprise value,marketing,prospecting,referrals,business planning,Social Media)

  Humility has always prevented me from buying into the notion of American exceptionalism, but change wrought by the Internet is making me rethink.   The Internet now makes it easy for ...

2. Separate Yourself From Other Advisors By "Productizing"
(Matching tags: productizing,differentiation,elevator speech,niche,marketing,client communications,referrals)

  Face it – what most of us do for clients is indistinguishable from what other advisors do for clients, at least from the clients’ perspective.

3. Are You “Wowing” Clients? Most Advisors Think They Are But Are Just Fooling Themselves
(Matching tags: differentiation,elevator speech,marketing)

  We have been told that to attract referrals and clients, we have to provide a “wow” experience. But that’s just not enough on which to base a business development plan.

4. For More Business, Prospect Fewer Clients
(Matching tags: differentiation,elevator speech,target marketing,niche,marketing,prospecting,referrals)

  It is utterly against the DNA of most advisors, but if you want to be a success at attracting referrals you must choose not to pursue good prospects.

5. Peter Montoya Is Wrong: The Brand Is Not You And Should Not Be You
(Matching tags: communication,elevator speech,value proposition,exit planning,niche)

Peter Montoya became famous for preaching that your brand is you. David Grau now has research showing how that approach backfires.

6. To Connect With Prospects And Attract Referrals, Communicate Solutions – Not Methods
(Matching tags: marketing,elevator speech,differentiation,communication,value proposition)

  People care less about what you do and more about what they get. When I asked advisors what they do, or what value they represent, too many describe the process they utilize and not enough describe ...